All Blog Posts Tagged 'sales' (188)

When recruiting for sales positions, many may feel all sales jobs are similar. This is fairly far from the truth, however, as business to business sales (B2B) and business to consumer (B2C) sales are each distinctive. While sales careers often offer the advantage of mobility within one’s career, experts agree it can be difficult to change types of sales careers.

I've been out of the industry for the past five years and I'm ready to get back into action. Any and all tips for finding candidates using the free techniques would be greatly appreciated. Also, I would love to hear from you good people about the best marketing strategies for garnering new business. I had a recruitment consultant firm that made most of our revenue via billable hours. I'm looking to ramp-up using a host of different options from billable hours to…

For many students, the prospect of leaving university can be intimidating. No more tomfoolery with housemates who they have become closely bonded to, no more shared trips to the launderette and no more Sunday mornings in Starbucks catching up on revision. The world at large has hundreds of scares and…

I read the article by Kyle Lagunas about recruiting, and how it’s not like selling at all. And while I appreciate his thoughts, I think they are misguided, and frankly, I still think he’s speaking as an "expert" in an area where he doesn’t have any applicable experience. This is akin to me giving stock advice. Sure, I have a brokerage account, but I lack the Series 7 that would be critical for me…

The most successful business development person in his/her respective staffing niche will ALWAYS be the one who knows and understands his/her competition. As much as I hate the old saying that there's "A" time and there's "B" time. "A" time for a sales rep consists of the execution of everything you prepared in your "B" time. If that bothers you, you're in the…

18yrs in the staffing and recruiting industry the hands-down, number 1 question that I witness asked over and over by a prospective client to a recruiter is…. “What makes you different from all the other services that call me 24/7?” This is a legitimate question that can cause many sales reps (of recruiting companies) to shift a bit uneasily in their chair (right before they give you one of several…

In our world of recruiting we have noticed, this year, an increase in the demand for Sales Engineers, or Field Applications Engineers. Not surprising, after a general slowdown, for six years, manufacturing and production companies are eager to get back to full production, and then add to that.

Mention the fear of cold calling and you’re hitting on a problem many recruiters face at some point in their careers. Sales call reluctance, or perhaps more apt: ‘recruiting’ call reluctance; often stems from deep inside the person’s psyche and can be a serious headwind to any recruiter’s career – especially…

Is the customer always right? Nope. In fact, most of the time they are wrong. So, why do sales staff continue to believe the customer is right? This goes on at every recruiting company, and I see it most with either inexperienced sales staff (obvious) or sales staff that have come from different industries. The problem usually is the fear that telling a client "no", that terrible two letter combination, will result in a bad relationship. I have never, and will repeat the word NEVER,…

They broke open a new vertical, won massive accounts and were on track to hit 200% of quota. Management was singing your praises and you were already raising next year's targets. Now they’re gone and you’re wondering what happened - and how to keep if from happening again - while they’re working for your biggest competitor.

We know that story well because we’ve been on both sides of it. Whether you've recently lost an A-player, or want to hold on to the ones you already have, we’ve…

When you are looking for a job in today's job market, the key is to know the right people. Experts all over television, career websites, radio, and online media all point to your network of associates as playing the vital role of landing your next position.

However, at the same time, how many people actually know any sales recruiters? It's not as if you meet them at the local coffee shop and hand over your resume. With online tools, websites, career boards, and social…

"Sales Call Reluctance Coach" Connie Kadanski interviews Scott Love to find out what it takes to make successful sales calls. Scott breaks it down into practical steps for anyone who must proactively prospect in order to succeed in their sales/recruiting role.

Some months ago, I was phone screened for a Senior Recruiter role with a Fortune 500 retail company. During the phone screening, which lasted 75 minutes, I talked for roughly 10-12 minutes. Instead of digging deeper into the responsibilities of the role I applied for, the Recruiter spent most of…

Bad Relationships…

At a recent CSP (California Staffing Professionals) event, I had the pleasure of listening to Matt Payne, a long time disciple of Brian Tracy and now trainer in his own firm as he discussed the use of neuro-linguistics to program our thoughts into actions. I remember learning about Maslov's Hierarchy of needs in college. Matt put it a little differently. He posited that we basically have 6 core unconscious desires. (Not to be confused with obvious needs such as food, shelter and parental…